Manager, Sales (Emerging: ES, NL, Nordics)

About Pleo

Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike - with a vision to help all businesses ‘go beyond’.

The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years.

Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together.

About the role

As a Manager, Sales (Emerging) at Pleo, you'll own the operational execution and revenue growth of an outbound sales team of 6 Account Executives. We are looking for an operational force multiplier, a hands-on sales leader who takes full ownership of daily sales rhythms, pipeline mechanics, and deal execution.

In this role, you will lead from the front, freeing executive leadership to focus on long-term growth by stepping in to run tight operational cadences, conduct high-impact deal coaching, and close business alongside your reps.

Who you’ll be working with and reporting to

You’ll report to our Senior Manager of Sales and work closely with teams in Marketing, Revenue Operations, and Customer Success. Our highly collaborative team of 6 Account Executives (AEs) is dedicated to acquiring small-and-medium business accounts in these regions. You’ll also have the chance to partner with teams across our global offices to ensure success.

What you’ll be doing

As a Manager, Sales you will:

Lead, coach and accelerate: manage, mentor, and develop a high-performing team of 6 outbound SMB Account Executives. Drive team impact through active deal-level coaching, pipeline reviews, and call shadowing to directly increase average deal size and shorten sales cycles.

Take complete ownership of day-to-day sales cadences, pipeline rigor, and forecast accuracy. Serve as an operational force multiplier who optimizes daily sales execution and frees executive leadership from operational friction.

Actively step into the sales process. Pick up the phone, lead multi-threaded sales calls, and help negotiate and close key SMB deals alongside your reps.

Analyze pipeline metrics, conversion rates, and sales velocity to identify bottlenecks, unlock growth opportunities, and reliably hit hyper-growth targets.

Serve as the local face of Pleo Sales in the region. Build strong ecosystem ties by hosting and participating in community Meetups, startup events, and industry conferences.

What you bring

You’ll thrive in this role if you have:

Direct experience leading a dedicated SMB outbound sales team with quantifiable, verifiable quota attainment.

Demonstrated proof of direct rep development, specifically evidenced by increased average deal size, accelerated sales velocity, and rep promotion records.

Deep mastery of pipeline management, deal mechanics, forecasting, and CRM execution.

Willingness to roll up your sleeves, jump into active sales cycles, and lead by example on customer calls.

Ability to translate performance data into concrete coaching strategies and tactical pipeline adjustments.

Strong business acumen to align outbound strategy with Marketing, RevOps, and Customer Success.